Gap Selling with Keenan
If your customers haven't already bought what you're selling and you have to dig into your magic bag of word trickery and whip out some super secret verbal judo to close the deal and make a living, you may be in the wrong line of work.
Keenan, author of Gap Selling and today's guest on the #GetYaSome Radio Show, says that being a great closer isn't a sign of a great salesperson. It just proves that you're a weak one.
He says that relationships don't matter (kinda) because people buy from people they don't like all the time.
Now, I'm a know, like, and trust guy, but what Keenan says makes sense.
Many salespeople set out to build relationships and put all of their eggs in the "Likability" basket. But likability is useless unless you have credibility. Your customers can like you all day long, but they'll never buy from you until they TRUST that you can help solve their problem and alleviate their pain.
That's the premise behind GAP SELLING. The GAP is the difference between the way things are and the way things can be. The GAP is the potential value of the solution that you provide.
Keenan trains salespeople to look past the wants and needs your customers tell you about and find the true GAP that exist between what is and what could be. Then sell to that.
We go on to talk about the roles of emotion and logic in your customers decision making, the qualities you should be looking for when hiring salespeople, and the incredible power of REACH for improving your sale performance.
Sit back, buckle up, and hang on.
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Sure it's about selling more stuff, but the Get Ya Some Radio Show is mostly about creating health, happiness, and prosperity in your life, building a better business by building a better you.